《外贸英语函电》PPT课件.ppt

外贸英语函电,电子课件,Unit 1 Modern Business Letters,Text A,All business letters have two main functions: A) To ask for and give a reply to an enquiry, offer, order or complaint. B) To keep a record of all the important facts for ready reference.,The language of old-style business letters is often long and complicated. Such letters are liable to confuse the reader. A confused and over long letter may be put aside until someone explains its meaning, and this may mean delays.,Nowadays, more and more people like to do business through a fax machine by sending faxes or even on the Web by sending e-mails. The former is the abbreviation of facsimile, which is actually an exact copy of a document, a picture or a piece of writing sent or received by an electronic system using telephone lines.,The latter is correspondence sent or received on the Web. At the moment, the -commerce involves offering, ordering, enquiring, payment and complaint etc. But all these are still based on the business letters.,Here are two letters. One is an old-fashioned, pompous style of English, which is too long and complicates the message. The other is in a simple and clear style.,Old-fashioned Style Dear Sir, I beg to acknowledge receipt of your letter of the 15th inst. in connection with our not clearing our account which was outstanding as at the end of June.,Please accept our profuse apologies. We were unable to settle this matter due to the sudden demise of Mr Noel, our accountant, and as a result were unaware of those accounts which were to be cleared.,We now, however, have managed to trace all our commitments and take pleasure in enclosing our remittance for 620 which we trust will settle our indebtedness.,We hope that this unforeseen incident did not in any way inconvenience you, nor lead you to believe that our not clearing our balance on the due date was an intention on our part to delay payment. We remain, yours ,Simple and Clear Style Dear Sir, I am replying to your letter of 20 July asking us to clear our June balance. I apologize for not settling the account sooner, but due to the unfortunate death of Mr Noel, our accountant, we were not able to settle any of our outstanding balances.,Please find enclosed our check for620, and accept our apologies for any inconvenience. Yours sincerely,Text B The Parts of Modern Business Letters,(1) Jameson & Sons Ltd. 34 Madison Square Melbourne E.C.2. Australia Tel: (0536) 70525345 Fax: 356467132 January 25, 20_ Our Ref. No Your Ref. No ,(2) China National Light Industrial Products Import & Export Corp. Shanghai Branch 128 Huchiu road, Shanghai, China Tel: (021) 64468726 Fax: 64468787,(3) Dear Sirs, (4) Re: Bicycles (5) One of our customers is interested in your bicycles, particularly Model No. PA-18. Please send us a copy of your illustrated catalog, quoting your prices FOB Shanghai if possible. Meanwhile, please indicate the time of delivery you usually offer.,(6) Yours faithfully, (7) Jameson & Sons Ltd. S. F. LOVER (Managing Director) (8) Encl.,（商业信函的组成部分） 一般商业信函的组成可分为8个部分： 1 信头 (The letter-head) 发信人的名称、地址和发信日期。目的在于使收信人了解信发自何方、何处、何时，以便复信时参考。 用印有信头的信笺写信，信头部分除写上日期外还可以写上编号或查号。,2 封内地址 (The inside name and address) 收信人的名称和地址。一般列在信笺的左上方，信头之下。封内地址与信封写法相同。 3 称呼 (The salutation) 写信人对收信人的一种称呼。位置在封内地址下，空两行。Dear Sir 或Dear Sirs 用得较多。,4 事由 (The subject line) 顾名思义，简单扼要说明来信事由，一般只写商品名称、数量、信用证或合同号码等。 5 正文 (The body of the letter) 信函的主体。,6 客套结尾 (The complimentary close) 结束信函的一种客套。它应与前面的称呼相一致。如：Faithfully yours, 这是商业信件中常用的客套语，相当于汉语的“谨上”。也可写作“Yours faithfully，” 或 “Truly yours, (Yours truly,)” 或 “Sincerely yours, (Yours sincerely,)”等。,7 签名 (The Writers signature) 写信人签名。因签字常常很潦草，为使对方了解签名人的姓名和职位，可以打字注明。 8 附件 (The enclosure) 如信中有附件时，应在左下角注明Encl. 或Enc.，然后详细列明。 此外还有经办人代号 （The reference notation）、抄送（The carbon copy）和附言（The postscript）等，可根据具体情况酌情列入。,Key Words,economy n. 1. 节约；节省 They will have to practice strict economy if they are to survive the recession. 如果他们要想渡过萧条时期，就必须厉行节约。,2. 经济；经济情况；经济结构；经济体制 Our national economy is growing rapidly. 我们的国民经济发展迅速。 The WTO (world trade organization) now represents about 142 economies. 世贸组织现在代表了大约142个经济体。,trade vi. 经商；做买卖 1. trade with 与。做生意 We trade with other countries on the basis of equality and mutual benefit. 我们在平等互利的基础上与别国进行贸易。,2. trade in 经营（商品） They trade mainly in light industrial products. 他们主要经营轻工业产品。 n. 1. 贸易；买卖 Our foreign trade is expanding day by day. 我们的对外贸易日益发展。,手艺；行业 How long did it take you to learn your trade? 你学这门手艺用了多少时间？ The students can be trained for many trades. 对学生可以进行多种行业培训。,market n. 1. 市场 The market determines what goods are made. 市场决定生产什么。,市价； 行情 Your price is out of line with the market. 你方价格与市价不符。 The market is strengthening. 市价行情上扬。,3.销路 There is no market here for such goods. 这种商品在这儿没有销路。 4. be in the market for 想要购买 They might be in the market for sophisticated equipments. 他们可能要购买尖端设备。,5. come to ( into) the market 上市 Well contact you as soon as the new crops come to the market. 一旦有收成上市，我们定将与你联系。 v. 销售；推销 This product is being marketed in all European countries. 这种产品行销所有欧洲国家。,marketing n. 营销；营销学 market (be) firm with an upward tendency 市场坚挺，有上涨趋势 market (be) weak with a downward tendency 市场疲软，有下跌趋势 market (be) brisk 市场活跃 market (be) dull 市场呆滞 market (be) uncertain 市况不定,Skill drilling,You are asked to write a letter or an email in reply to the letter in the Text Part B. The letter in reply should be arranged in proper forms. The following are some words and expressions which may be useful in your writing:,as requested 按要求 price list 价目单 catalog 商品目录 for your consideration 供你考虑 subject to 以 。为准（条件） for our final confirmation 供我最后确认,Unit 2 Establishing Business relations,Text A,Dear Sirs, From the email sent back by our Toronto Office, we know that you are one of the firms of good standing and reliability in Toronto and are particularly interested in the export of various papers to China.,By this letter, we are approaching you with a view to entering into business relations with your company and hope to receive soon your catalog and other printed matters for reference. Of recent years, we have done much business with the largest and most prominent houses in your district. As is well known to you, the possibilities of importing the foreign products are very great here, especially as we are now developing our economy.,We are confident that we shall be able to give you big orders if you would cooperate with us on delivery, price and quality. We look forward to establishing a friendly relationship with you soon. Yours faithfully,Text B,Dear Sirs, From your letter of May 8, we are glad to learn that you wish to enter into trade relations with this corporation in the line of various papers. In compliance with your request, we are sending you by air a catalog together with a range of pamphlets for your reference.,If any of the items listed in the catalog meets your interest, please let us have your specific enquiry, and our quotation will be forwarded without delay. In the meantime, we hope you will tell us the name of your bank prior to the conclusion of the first transaction between us. Yours truly,Key Words,business n. 1. 商业；贸易；业务 We have done business with ABC Company for many years. 我们与ABC公司已做了多年生意。,2.交易；买卖 （不可数名词） Business has been closed at this price. 已按此价达成交易。 We are not sure of the business possibility. 对交易的可能性我们没有把握。,3. 工商企业；公司；商行（可数名词） There are many businesses engaged in the trade. 许多商号从事此项业务。 Businesses are less optimistic about economic prospects. 工商企业对经济前景不太乐观。,deal n. 交易 (=transaction)（可数名词） We believe we can put the deal through. 相信我们能达成交易。,v. 1.deal in 经营 (=trade in, handle) This firm deals in furs. 这家商行经营皮货。 We deal in chemicals, while they handle foodstuffs for export. 我们经营化工产品，他们经营食品出口。,deal with 与 。打交道；与 。做生意；处理某事 Some businessmen are hard to deal with. 有些商人难打交道。 Please deal with the order carefully. 请认真处理（执行）这一订单。,transact vi. vt. 办理；执行；做交易 We are prepared to transact business only on these terms. 我们准备只按这些条件进行贸易。,At present, they dont want to transact negotiation on this matter. 他们目前不想就此问题进行谈判。 Stockbrokers transact business on behalf of their clients. 经纪人代表客户做交易。,transaction n.处理；交易（可数名词） Leave the transaction of the matter to your secretary. 这件事交秘书处理。 For large transactions we suggest payment by sight L/C. 对大笔交易建议用即期信用证支付。,Skill drilling,You are asked to write a letter or send an email to a foreign company for establishing business relations. The letter or the email should cover at least the following points:,1. Where have you got the information? 2. What is your desire? 3. What is your business scope? 4. How about your financial standing?,Unit 3 An Enquiry,Text A,Dear Sirs, We learn from the British Embassy that you are producing for export hand-made shoes and gloves in pure hide and other natural materials.,There is a steady demand here for high-class goods of this type, especially in the brighter colors. Sales are not high, but a good price can be obtained for fashionable designs.,Will you please send us your catalog and full details of your export prices and terms of payment, together with any samples you can let us have? We look forward to hearing from you soon. Yours faithfully,(Replay),Dear Sirs, Your enquiry of October 10 is receiving our attention, and we thank you for your interest in our products.,A copy of our illustrated export catalog will be sent to you today, together with a range of samples of the various skins used in the manufacture of our gloves and shoes. We think the colors will be just what you want for the fashionable trade, and the beauty and elegance of our designs, coupled with the superb workmanship, should appeal to the discriminating buyers.,Our representative, Mr. J. Needham, will be in Paris next week and will be pleased to call on you with a full range of samples of our hand-made lines. He is authorized to discuss the terms of an order with you or to negotiate a contract. We look forward to receiving an order from you. Faithfully yours,Text B,Dear Sirs, We have received your letter of March 11 inquiring about the possibility of selling your Mens Shirts, Gold-deer Brand in our market.,In reply, we wish to inform you that we are well connected with major dealers in the line of textiles. There is always a ready market here for Mens Shirts, provided they are of good quality and competitive in price.,Therefore, well appreciate it if you will let us have your best firm offer and rush us samples by airmail. If your shirts agree with the taste of our market, we feel confident of placing a trial order with you. Please give this enquiry your prompt attention. Yours sincerely,Key Words,enquire v. 询购；询价；询问 1.enquire for 询购某物 The goods you enquire for are out of stock. 所询之货已脱销。,2. enquire about 打听某事 They have enquired about the possibility of the sale of their products. 他们曾打听过有无可能销售他们的产品 I want to enquire about the quantity you require for next quarter. 我想打听一下你们下季度所需要的数量。,3. enquire into 调查；了解 Its our duty to enquire into this matter. 我们将负责调查此事。 The whole matter has to be enquired into. 整个事情必须查清。,enquiry n. 交易 (=transaction)（可数名词） At the moment, there are only small enquires for such goods. 目前对这类商品只有小数量的询盘。,We have an enquiry for 5000 pairs of silk socks. 我们现有5000双丝袜的询价单一份。 I just want to make enquiries about the train schedule. 我只是想打听以一下火车的时刻表。 The enquiry into the whereabouts of the documents took almost half a year. 调查那些文件的下落花了几乎半年的时间。,offer v. 1. 出价；报盘 Other suppliers are offering a much better price. 其他供货商报的价格要优惠得多。 We cannot offer more than 50 tons of sugar at present. 目前我们最多只能报50吨糖。,2. （主动）提供；给予 I hope you could offer us your most favorable terms. 希望能给我们最优惠的条件。 If your order is large enough, we can offer you s discount of 10%. 如果订数很大，我们可给10%的折扣。,n. 报盘 1. 常用句型 A) make Sb an offer for 给某人报。（商品） B) Sth be under offer 某商品在出售中 C) the offer is firm (valid, good, open) for ( or until ) 此报盘有效期为。（到。为止）,2.常用搭配 to accept offer 接受报盘 to decline offer 谢绝报盘 to entertain offer 考虑报盘 to renew offer 恢复报盘 to withdraw offer 撤销报盘,bid n.递价；递盘（常指买方发给卖方的报盘） Well try to get a bid from the buyers. 我们试图从买主那里获得递价。 We made a bid at RMB ￥1,500 per M/T for the groundnuts. 花生，我们出价每公吨人民币1，500元。,As our buyers are unwilling to make a bid, youd better make an offer. 因我方买主不愿出价，你最好发个盘。 Thank you for your bid for our cotton. 感谢对我棉花的递盘。,v. 递价（后接价格） We dont think buyers will bid a higher price. 我们认为买主不会出更高的价格。 They have bid a price, which we think will be acceptable to you. 他们递了一个价，我们认为你方可接受。,Skill drilling,You are asked to write a letter or an email to enquire for large quantities of Iron Nails （铁钉）of all sized. In your enquiry the following points should be covered:,1. Asking for a quotation per ton CIF Alexandria, Egypt; 2. What else do you need? 3. Why do you prefer Chinese products?,Unit 4 Firm Offer &Non-firm Offer,Text A A Firm Offer,Dear Sirs, We confirm having received your enquiry of September 20 for our double-faced embroideries. Complying with your request, we are making you an offer for 2,000 pieces “White Dove” Brand Double-faced Embroideries 3050 cm at US$ 57.50 per piece CFRC2 Hamburg for shipment in November, 2002. The goods are to be packed in boxes of one piece each, twenty boxes to a carton.,Payment is to be made by confirmed, irrevocable L/C payable by draft at sight. The offer is firm, subject to your reply reaching us before 5 p.m. September 28, our time. With the recovery of the market, there has been a strong demand for our goods since August and the manufacturers are heavily committed.,Please cable us your confirmation as early as possible if you find the above acceptable. We are looking forward to your favorable reply. Yours faithfully,Text B A Non-firm Offer,Dear Sirs, We have received your letter of May 21 and, as requested, are airmailing you, under separate cover, one catalog and two sample books for our Printed Shirting. We hope they will reach you in due course and will help you in making your selection. In order to start a concrete transaction between us, we are pleased to make you an offer, subject to our final confirmation, as follows:,Art. No. 81000 Printed Shirting Design No. 72435 2A Specifications: 30 x 36 72 x 69 35”/36” x 42 yds Quantity: 12,600 yards Packing: In bales or in wooden cases, at sellers option Price: US$ per yard CIFC 5% Vancouver Shipment: To be made in three equal monthly installments beginning from August,Payment: By confirmed, irrevocable L/C payable by draft at sight to be opened 30 days before the time of shipment We trust the above will be acceptable to you and await your trial order with keen interest. Yoursfaithfully,Key Words,price n.价格 Price is strengthening (weakening). 价格坚挺（疲软） Your price is on the high (low) side. 你方价格偏高（低）,Your price is in line (out of line ) with the market. 你方价格与现行价格一致（不一致）。 Your price is workable (unworkable) . 你方价格可行（不可行）。 。,Business is possible if you can reduce your price by 5%. 如能降价5%，可望成交。 Business is possible if you can increase the price by 5%. 如能加价5%，可望成交。,current price 现价 market price 市价 buying price 买价 selling price 卖价 net price 净价 gross price 毛价 maximum price 最高价 minimum price 最低价 retail price 零售价 wholesale price 批发价,v. 给。定价 The coat was priced at $ 80 这件上衣标价80元。 The goods are priced too high. 商品标价太高。 Our products are moderately priced and yet of good quality. 我们的产品价格公道且质量上乘。,Buy vt. 1. 买 I bought this book last week. 我上周买的这本书。 We have bought this material in large quantities. 我们已大量购买这种材料。 You can buy it on credit. 你可以赊购。,2. 收买 (贿赂) Some buyers may try to buy our officers. 有些买主可能会贿赂我们的办事人员。 n. 购买，买卖交易 It is a good buy. 这是笔合算的买卖。,3.“buy” 后可接双宾语，间接宾语在前，直接宾语在后： His father bought him a bag. His father bought a bag for him. （他父亲给他买了一个书包。）,4. ”buy” 是一般用语，对于较正式或规模较大的业务往往用”purchase”一词。 如：We are interested in purchasing 15,000 tons of wheat. 我们想购买15000 吨小麦。 在市场上寻购大宗商品还可说 “be in the market for “。 如：From the Internet we know that you are now in the market for various kinds of paints. 从英特网上我们了解到你们正询购各种油漆。,sell vt. vi. 1. 卖，出售 Do you sell English books? 你们卖英语书吗？ We cannot sell any more on the same basis. 我们不能再按同样条件出售。 The goods have to be sold at a discount. 商品只好打折出售。,2.卖，被售出 Goods of that quality will never sell. 那种质量的商品绝对卖不出去。 These goods are selling very fast. 这些货很畅销。 It sells at a high price. 它卖价很高。,3. sell off拍卖，贱卖 The rest of the goods will be sold off at reduced prices. 剩下的商品将降价出售。 4. sell out卖完 Weve sold out all our stocks.存货已售完。,5表示“处理”（出售）商品时，常用“dispose”。 如： We are disposing our stocks at low pries because dull reason is coming. 因淡季来临，我们正在低价抛售库存。 The sweepings were eventually disposed of. 地脚货终于处理了。,Skill drilling,You are asked to make a firm offer in reply to the letter you received from one of your clients. The following is the main content of the letter you received:,1. 1 客户需要铁钉（iron nail）100桶，规格见附表（attached list）； 2 要求用小木桶 (keg) 散装，每桶60公斤； 3 每桶50美元 CIF Sydney价，十/十一月交货； When making the offer, dont forget to indicate the payment terms and the validity (有效期)of your offer.,Unit 5 Counter- Offer &Orders,Text A A Counter-Offer,Dear Sirs, Re: Raincoats We write to thank you for your fax of May 20 and for the booklets you very kindly sent us. We appreciate the good quality of the captioned goods, but unfortunately your prices appear to be on the high side and out of line with the prevailing market level. To accept the prices you quote would leave us with only a small profit on our sales since this is an area in which the principal demand is for articles in the medium price range.,We like the quality of your goods and also the way in which you have handled our enquiry and would welcome the opportunity to do business with you. May we suggest that you allow us a discount of, say, 5% on your quoted prices that would help to introduce your goods to our customers? If